(Senior) Account Executive – Enterprise (m/f/d)

About the Position

(Senior) Account Executive – Enterprise (m/f/d)

Hybrid

Full-time

Permanent employee

About the Company

Nesto Software GmbH is at the forefront of revolutionizing the hospitality industry with our AI-powered operating system for restaurants. Our product is already in use by over 3,000 restaurants across Europe, including well-known brands like McDonald’s, L’Osteria, and Lagardère. We aim to make the hospitality and service industry more efficient, transparent, and sustainable through data-driven, AI-powered processes.

Why Join Nesto?

You love winning major deals, feel confident operating at C-level, and enjoy strategically managing complex enterprise sales cycles? Then Nesto is exactly the right place for you! With €11M in new growth funding, we are entering our next phase of growth and are looking for Account Executives who want to help build a structured, scalable sales organization and drive Nesto’s commercial success in the enterprise segment.

Responsibilities

• Own the entire sales cycle for strategic enterprise customers - from initial contact to contract signing and ongoing account expansion.
• Develop tailored account plans for large customer organizations to identify relevant stakeholders across Operations, HR, IT, Finance, and the C-suite.
• Confidently and systematically manage complex, long-term sales processes, often including pilot projects, RFPs, and competitive evaluations.
• Lead commercial negotiations (MSA, DPA, country-specific addenda) as an equal partner - from developing and defending pricing strategies for high-ACV deals, to framework agreements, data privacy reviews, and multi-site rollouts.
• Understand the operational challenges of our customers and translate them into clear business cases and strategic value.
• Build strong relationships with decision-makers and represent Nesto at industry events and customer meetings.
• Work in a data-driven manner, maintain the CRM system, and follow established enterprise sales methodologies such as MEDDICC.
• Contribute your experience to building our enterprise sales structures and help establish scalable processes, deal patterns, and best practices.

Requirements

• 5–8+ years of experience in B2B SaaS sales, with a proven track record of closing deals in the six- to seven-figure ACV range.
• Experience managing complex sales processes involving multiple stakeholders from Operations, IT, Finance, Legal, and Executive Management.
• Experience selling to multi-location businesses, franchise groups, or chain restaurant companies is a major advantage.
• Fluent in German and English and communicate confidently in both international and domestic business contexts.
• Experience with structured enterprise sales methodologies (e.g., MEDDICC or similar).

Nice to Have

• Experience working with multi-location businesses, franchise systems, or the restaurant industry.
• Ability to work independently, resiliently, and goal-oriented - especially in environments where individual deals have a major impact on company success.

We Offer

• Trust-based vacation policies
• Flexible working hours in a modern office environment
• Opportunity to work remotely
• A culture built on trust and teamwork
• A dynamic team united by passion and strong team spirit
• The opportunity to take ownership and shape our culture and products

What We Look for in the First Year

• Strong enterprise pipeline generation and progression
• Successful landing of new enterprise logos
• Consistent management of complex multi-stakeholder sales cycles
• High level of forecast accuracy and commercial execution
• Contribution to refining enterprise sales processes and playbooks

What This Role Is Not

• A transactional or high-velocity SMB role
• A pure inbound-only or marketing-fed position
• An account management role without new-business responsibility
• A role for sellers who prefer short, single-stakeholder deal cycles

Contact Us

Do you share our values and feel inspired by this opportunity? Then we look forward to getting to know you. At Nesto, you can expect an inspiring professional challenge, a dynamic team, and the opportunity to actively contribute to our success story. Become part of our innovative community and help shape both your own future and the future of workforce planning!

Bianca Scharpf (People Managerin)

[email protected]